Director, Business Value Services; BVS – Health Division

Director, Business Value Services (BVS) – Health

Location:

United States (Hybrid)

Reporting To:
Vice President, Business Value Services (BVS) in our Revenue Operations Group

Wolters Kluwer is building a Business Value Services (BVS) capability to position the company as a value‑led partner, not just a software provider. The Director of Business Value Services (BVS) for Health is a senior individual contributor responsible for driving value‑based selling and business case rigor across the Health division. This is a high‑impact, client‑facing role focused on supporting large, complex deals by articulating and quantifying the financial and strategic value of Wolters Kluwer Health solutions.

The role combines top‑tier consulting problem solving with enterprise SaaS commercial execution.

• Partner with Sales on top accounts and largest opportunities
• Shape deal strategy to maximize ACV/TCV and win probability
• Act as a trusted advisor to account teams and senior customer stakeholders
• Support negotiation strategy and value‑based pricing

• Build robust, data‑driven business cases for strategic deals
• Quantify customer impact across revenue growth, cost optimization, clinical and operational efficiency, risk mitigation and compliance
• Translate WK Health capabilities into clear financial and strategic outcomes

• Develop and deliver C‑level narratives (CFO, COO, CIO, CMIO)
• Lead executive discussions on investment rationale, ROI and payback, strategic impact
• Align clinical, financial, and IT stakeholders

• Identify and remove barriers to closing (urgency, budget, stakeholder alignment)
• Improve win rates, deal velocity, and pipeline conversion
• Support account planning and growth strategy

• Equip sales teams with value‑based proposals (VSPs)
• ROI models and financial tools
• Messaging frameworks
• Coach account teams on value‑based selling

• Partner with Sales (pipeline, deal strategy)
• Product (value proposition alignment)
• Marketing (value messaging)
• Provide insight on customer value gaps and market needs

• Increase in average deal size (ACV/TCV)
• Improved win rates on strategic deals
• Reduction in sales cycle length
• Measurable impact on pipeline conversion
• Adoption of value‑based selling across Health

• 10–15+ years of experience in top‑tier consulting (McKinsey, BCG, Bain) and/or enterprise SaaS / Health Tech / healthcare services
• Proven track record in business case development / value engineering, supporting complex enterprise deals, C‑level stakeholder engagement

• Direct experience in the U.S. healthcare market is required
• Experience working with Health systems / IDNs, Payers / health plans
• Strong understanding of clinical workflows and care delivery models, revenue cycle management (RCM), value‑based care and quality metrics, healthcare data, analytics, and decision support

• Ability to build business cases tied to hospital margin improvement, cost reduction and efficiency gains, clinical productivity and outcomes
• Familiarity with U.S. reimbursement models (fee‑for‑service vs value‑based) and healthcare budgeting and capital allocation processes

• Strong financial modeling and ROI expertise
• Exceptional structured problem solving
• Executive‑level communication and storytelling
• Ability to operate independently in high‑ambiguity environments
• Experience navigating complex, multi‑stakeholder buying processes

• Former consultant (McKinsey / BCG / Bain) with healthcare focus and/or value engineering / strategy leader from leading SaaS or Health Tech companies
• Comfortable being hands‑on in deals, not managing teams

• This is an individual contributor role (no direct reports)
• Highly collaborative and cross‑functional
• Significant exposure to senior internal leaders and C‑level customers

$ - $ USD

This role is eligible for Bonus.

Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to:
Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.

EQUAL EMPLOYMENT OPPORTUNITY Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Aff…